How the Deal was Done | Deal Stories Podcast Ep. 48: Embrace Outliers, Move Quick, and Win with Caleb King
Caleb King, a founding Account Executive at Supered, discusses an unusual yet highly successful deal from his time at HubSpot, emphasizing the importance of recognizing and handling outliers in sales processes. The deal involved a large multinational company and was closed in just two weeks.
Background:
- Caleb King was a channel account manager at HubSpot working with agency and consulting partners
- Now, Caleb also works with HubSpot partners as a Founding Account Exec at Supered.
- The deal involved a large multinational company, closed in two weeks, and accounted for 95% of Caleb's monthly quota.
Challenges:
- The deal followed no traditional sales or prospecting playbooks.
- Internal processes and demands for multiple meetings risked slowing down the deal.
Key Learnings:
- Recognize and give special attention to outlier deals.
- Build a process-driven day but remain open to the unpredictability of sales.
Timestamps:
00:56 – Caleb King's background and role at Supered
02:59 – Overview of the whale deal from HubSpot
04:13 – Selling through the channel and the unique company involved
06:07 – Internal operations and managing risk for the deal
08:24 – Key learnings from the deal and the importance of process
09:49 – Relationship with the rev ops agency involved
12:03 – Supered's go-to-market strategy and the concept of the dark funnel
Resources:
Check out Supered
Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpod
Questions, comments, ideas - reach out to: Andrew Kappel